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Segmentation - Targeting - Positioning

Maximize your marketing impact

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Who is your product for?

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Who is your product NOT for?

...better yet

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Segmentation PositioningTargeting( Make a choice ) ( Increase relevance ) ( In the consumers mind )

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Get to know your customer

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Segmentation is the process of understanding why people buy products and services like yours, which of those people you can best satisfy and what you can do to make your product simply irresistible to them

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Demographic:

■Age■ Income■Marital Status■Education■Family Size■Gender■Geographic Location■Social Status■Occupation

Segmentation

Criteria

Psychographic:

■Brand Preferences■Price Sensitivity■Conservative/Liberal■Enviro-Friendly■Hobbies■Lifestyle■Service Preferences■Spontaneity■ Influenced by Peers■Relationship Importance

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Segmentation

Criteria

Behavioral:

■Purchase History■Where They Shop■Type of Store Preferences■Association Memberships■ Internet Usage■ Impulsiveness■ Information Sources■Buy Based on Trends■Benefits sought

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Segmentation

Criteria

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The fundamental philosophy behind customer segmentation is that customers will be more inclined to buy something or take action when doing so addresses their specific needs

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Example

1st. apartment

moving in together

buyinghouse

getting children

remodelingproject

moving to something smaller

(opportunity) (industry focus)

summercottage

*(Segmentation - Targeting - Positioning)

Example:

Paint industryExisting focus and potential opportunities uncovered by STP*.

Segmentation by - life stage + benefit sought

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Example

product

$

price place promotion

existing target segment

indooroutdoor

finish

surface

technical properties price driven paint retailer segment aligned

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Example

product

$

price place promotion

target segment (opportunity)

nontoxic

ecofriendly

antibacterial

relevant added values premium related distribution(ex. baby equipment store)

segment aligned

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Predictability of consumer choice behaviour HighLow

Ea

sy &

Low

Dif

ficu

lt &

hig

hEa

se a

nd c

ost o

f mea

sure

men

t

Psychological

Behaviour

Demographics

More specific knowledge = Difficult and costly to acquire

More specific knowledge = Predictable behaviour

equally

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Best to use multiple approaches in order to identify smaller, better-defined target groups.

Start with a single criteria and then expand to other bases.

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Compatibilityhow aligned is this market to our goals?

5 criteria that indicate whether you have selected a viable target market

Sizehow large is this target market? Worth pursuing?

Expected Growtheven if the market is small, it may be profitable if there are indications that it will grow.

Competitive Positionlow competition equals attractive market.

Cost to Reachis this market accessible with our tactics?

1 2 3 4 5

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Increase relevance

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COMPANYyour

segments

marketing mix

a

Undifferentiated targeting strategy

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COMPANYyour

segmentsmarketing mix

a

b

c

d

Differentiated targeting strategy

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COMPANYyour

segmentsmarketing mix

a

UNSERVED

UNSERVED

UNSERVED

Focused targeting strategy

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segmentsmarketing mix

( Men )

( 50+ )

( Sun )

( Women )

Example

Variation in Product, Price, Promotion & Place

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How do you want to be perceived?

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1. Understanding target consumers

2. Analyzing Market/Competition

3. Defining Competitive Advantage(s)

4. Identifying relevant attributes

5. Communicating and Delivering Chosen position

Developing the positioning strategy 

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The position should be

different

credible relevant

position

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Product / Service

Promotion / Image

Price / Value

Place / Distribution

People / Culture

Differentiation Points

choose one point of differentiation or a combination of many

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Write your Positioning Statement

Forwhothe is athat

unlikeour product

target consumer

need or opportunity

product name

product category

key benefit

primary competition

primary differentiation

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publicrelations

advertising

media

designdistribution

sales

price

publicrelations

service

event

POS

product

competitions

sponsorship

Positionshould be supported in all touch points

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A good positioning helps guide marketing strategy by clarifying the brand's essence, what goals it helps the consumer achieve, and how it does so in a unique way.

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“The un-cola” “We try harder” “The fashion watch” “Safety” ( Volvo )

Great positions are unique, memorable and effective

Would you like to know more?

Or simply want a second opinionContact us.

Cris Anthony HödarCEO and Partner

email:cah@plenus.dk

Mobile(+45) 28 262 851